1. For Producer Information Only. Not For Use In Sales Situations. DO YOU KNOW THE FACTS? Individual Disability Insurance: Family Feud-Style

2. For Producer Information Only. Not For Use In Sales Situations. What are the leading causes of disability? Musculoskeletal/Connective Tissue Disorders – 28% Cancer - 15% Injuries and Poisoning - 10% Source – Council for Disability Awareness 2014 Long-Term Disability Claims Survey Review 1 2 3

3. When asked to rank the most important things in life, consumers said the top three were: Health – 84% Income – 67% Home – 67% 1 2 3 For Producer Use Only. Not for use in sales situations Source – Council for Disability Awareness 2014 Long-Term Disability Claims Survey Review

4. When asked to rank the most important things to protect, consumers said the top three were: Health – 82% Home – 78% Car – 73% 1 2 3 For Producer Use Only. Not for use in sales situations Source – Council for Disability Awareness 2014 Long-Term Disability Claims Survey Review

5. What do consumers say are their top money management priorities? Paying down debt – 33% Saving for retirement – 24% Building an emergency fund – 15% Source – The Principal Financial Well-Being Index, Fourth Quarter 2014 1 2 3 For Producer Use Only. Not for use in sales situations

6. What are the top 3 reasons consumers give for not having disability insurance? I can’t afford it – 33% I’ve never thought about it – 30% I don’t know enough about it – 24% 1 2 3 For Producer Use Only. Not for use in sales situations Source – Council for Disability Awareness 2014 Long-Term Disability Claims Survey Review

7. Retired workers – 38 million people Disabled workers – 8.8 million people Survivors of deceased workers – 6.2 million people 1 2 3 For Producer Use Only. Not for use in sales situations Who are the top recipients of Social Security Benefits? Source – Social Security Administration Fact Sheet, April 2014

8. Health Insurance – 83% Dental Insurance – 67% Retirement Plan (Defined Contribution) – 66% 1 2 3 For Producer Use Only. Not for use in sales situations What employer-sponsored benefits do employees say are most important? Source – The Principal Financial Well-Being Index, Third Quarter 2014

9. Growing my business – 57% Attracting new customers – 56% Maintaining customer satisfaction – 51% 1 2 3 For Producer Use Only. Not for use in sales situations Source – The Principal Financial Well-Being Index, Third Quarter 2014 When asked to rank business challenges, business owners said these were the top three:

10. Saving for retirement – 62% Pay down debt – 49% Reviewing my investments – 48% 1 2 3 For Producer Use Only. Not for use in sales situations Source – The Principal Financial Well-Being Index, Third Quarter 2014 When asked what actions they were taking to secure their financial future, business owners said these were the top three:

11. For Producer Information Only. Not For Use In Sales Situations. No part of this presentation may be reproduced or used in any form or by any means, electronic or mechanical, including photocopying or recording, or by any information storage and retrieval system, without prior written permission from the Principal Financial Group ®. Insurance issued by Principal Life Insurance Company, a member of the Principal Financial Group, Des Moines, IA 50392. For Producer Use Only. Not for use in sales situations. DI8630-1 | 12/2014 | © 2014 Principal Financial Services, Inc. Questions?